How can you build long-term relationships with clients who prioritize short-term gains?

E preciso demonstrar ao cliente que ele ganhará mais no longo prazo, muitos vivem só de momento, não se atentando as oportunidades, e para isso e preciso mostrar em números o que facilitará o entendimento

This is more important than it seems, especially when you have a technical background, as I do, it’s common to try and focus on the technicalities that are awesome for us, but that the client is not aware enough to appreciate. When you manage to pinpoint 2 or 3 current fail points of the current technology that will be immediately solved by your product/service, then you have an amazing shortcut to win the deal and open a channel for continuing business with that client in a deeper way, which will lead to long ter benefits. 😃

Para poder fidelizar a un cliente y poder mantener una relación a largo plazo es necesario conocer su situación actual. Si su situación de tesorería le obliga a generar ingresos a corto plazo, podemos penalizar nuestro beneficio inicialmente, compensándolo con una serie de contratos o acuerdos a medio/largo plazo

When you create a win-win scenario, you showcase the value and ROI your organization can provide. By clearly articulating how your products or services can generate short-term gains while also delivering long-term value, you address the client's immediate priorities while establishing a foundation for a lasting relationship. Emphasizing the positive outcomes, cost savings, or competitive advantages they can achieve by partnering with your organization helps to overcome their short-term mindset and shows them the potential for sustained success.

Ensuring clients feel they are receiving optimal value despite their short-term lens will instill trust and set the stage for a long-term partnership. A "win-win" is really just an environment that allows both sides to be pleased with the outcome. Unless there is a drastic power differential, that's pretty much any B2B transaction in which the customer is willing to do repeat business, regardless of their focus on short-term outcomes. Articulate the solution, its ROI, and its risk mitigation. Negotiation involves showcasing value without compromising interests. Instead of one-sided concessions, seek reciprocity, i.e., tradeoffs; extended contracts, referrals, or reviews. Focus on value-added services like support or warranties.

Regular and consistent communication is the bedrock of building enduring relationships with clients, especially those initially focused on short-term gains. It's about much more than just making a sale; it's about nurturing a partnership. Following up, providing updates, and soliciting feedback are fundamental practices that show clients we value their success as much as our own. Being responsive and proactive, particularly in resolving issues and anticipating needs, further cements this relationship. This approach not only demonstrates our commitment and reliability but also builds trust. Trust is a key ingredient in transforming short-term transactions into long-term relationships.

La comunicación fluida y constante es la base de una buena relación comercial. Tan importante es ejecutar el trabajo como comunicarlo

I agree with needing to provide value beyond the sale. There are cross sell, up-sell and referral business if you continue to stay in touch! Check in to see how they are doing with onboarding even if not your job and help them through the journey post sales. From there provide them with industry updates, market insights, etc. The key is to provide valuable content and insight and to stay in contact. Sometimes I even send jokes or funny memes- build the relationship and don’t always reach out for an additional sale. Become someone they look forward to hearing from!

Way too often there is a huge focus on pain, need, value add, etc in the presales motion and then it suddenly flips to “are you happy, do you need anything” with no mention or reminder of the reason the customer made the switch to begin with. Quarterly reviews where you are resurfacing everything learned in the Presales process, and confirming with specifics on where we are continuing to solve their pain is crucial.

The reality of sales is that many clients will see you as a blip on the wall at first. Just another sales jerk trying to get money. The more value you provide, the more you show that they are not just a number to you but you are invested in their long term success, the better chance you have of breaking the walls down. You can help them create short wins along the way. Giving them a longer term success path can help them see past the typical sell and dash reps. Call them when times are tough. Don't ditch them when the economy changes. Help them even when there is no sale. This will increase trust long term.

Es de los mejores recursos que requiere un Clientes la mutua alianza, si le das al cliente mas valor que solo vender y lo percibe por supuesto que sea un wow expresivo con enfoque de lealtad.

La base de una experiencia de cliente diferencial se encuentra en que este reciba más de lo que espera. Poder medir los puntos de interacción del cliente con nuestra empresa nos ayudará a crear una experiencia que vaya más allá de lo que espera de nosotros